Negotiation Strategies & Techniques Flashcards

A negotiator employing a 'fait accompli' strategy presents the other party with:

Answer: An action already taken that establishes a new status quo

A fait accompli forces the counterpart to negotiate from a new baseline rather than a hypothetical one.

The 'exploding offer' tactic sets a deadline on an offer primarily to:

Answer: Prevent the recipient from shopping the offer or seeking better alternatives

Artificial deadlines pressure recipients to decide before they can fully evaluate competing options.

In cross-cultural negotiation, a negotiator from a high-context culture is most likely to:

Answer: Communicate through implication, relationships, and non-verbal cues

High-context cultures embed meaning in relationships and context rather than explicit verbal statements.

Which of the following best describes a 'package deal' approach in negotiation?

Answer: Bundling all issues together so that agreement on the whole package is reached simultaneously

Package deals allow trades across issues and prevent premature closure on individual items that limits flexibility.

A negotiator who uses 'principled concessions' frames each concession as:

Answer: Tied to a reason or reciprocal expectation rather than given arbitrarily

Principled concessions signal that movement is reasoned, not a sign of unlimited flexibility.

The 'salami' tactic involves obtaining concessions by:

Answer: Requesting small slices of concessions incrementally so each seems minor

Each incremental request appears trivial in isolation, but collectively they add up to significant concessions.

When a negotiation reaches an impasse, the most constructive first step is typically to:

Answer: Shift focus to underlying interests rather than stated positions

Refocusing on interests often reveals creative solutions that rigid positional bargaining obscures.